Archive for Selling Professional Services

As business owners and salespeople, we’re always interested in learning more about our current and potential customers. Customer insights help us craft more effective messaging, design products and services, and close more sales. Twitter recently released Audience Insights, a new tool to help us learn more about our followers and those who interact with us […]

The short answer? Because your prospects expect you to. Ok, maybe they don’t expect you to blog, per se. They expect to be able to find information about your products and services on-line. They want information detailed enough to help them determine if you can help solve their problem. And they want it when they […]

How picky are you about who you let into your sales pipeline? Do you place everyone who might have in interest in what you sell into your pipeline, or do you make them qualify first? This was an interesting conversation we had in our Sandler Sales President’s Club recently – the idea of being careful […]

LinkedIn continues to add features to help you promote your business online. Not too long ago, LinkedIn updated the design of company profile pages to make it easier for members to access information the companies they care about it. They also added features to help businesses build relationships with their target audience. The recently addition […]

Thanks to everyone who attended my presentation at Brooks Associates Customer Appreciation Breakfast. I really enjoyed our conversation. Below you will find the slides from yesterday’s talk. Below the slides, I have also included links to the two books that I mentioned during the discussions about understanding your customers’ buying process. If you are anything […]

Today’s post is by guest author and Kansas City Sandler Sales trainer, Dan Stalp. I know from first hand experience how easy it is to get caught in the trap of unpaid consulting. As Dan points out below, it’s a common trap when selling services. Brad has been selling in his industry for 17 years. […]